Teaching problem validation workshop
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Transcript of Teaching problem validation workshop
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TEACHING PROBLEMVALIDATION
TEACHINGENTREPRENEURSHIP.ORG
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WHAT AREYOURPROBLEMS
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WHAT AREYOURPROBLEMS TEACHING PROBLEMVALIDATION?
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PLATFORMTOUR
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DOAN WINKEL
John J. Kahl, Sr. Chair of Entrepreneurship
John Carroll University
JUSTIN WILCOX
Founder, Customer Development Labs
Author, FOCUS Framework
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CUSTOMERS DON’T BUY
products
CUSTOMERS BUY SOLUTIONS TO
problems
Why Problem Validation?
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Why Problem Validation?
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WHAT AREYOURPROBLEMS TEACHING PROBLEMVALIDATION?
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Problem Validation
1.Buy-In2.Hypothesizing3.Discovery4.ConfirmationP
RO
BL
EME
XE
RC
ISE
S
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Our QuestionE
XE
RC
ISE
SDo you want them for your class?
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Problem Validation
1.Buy-In
PR
OB
LE
M
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Getting Buy-In
INVENTOR ENTREPRENEURVS.
Build things. Build thingspeople buy.
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Getting Buy-In
INVENTOR ENTREPRENEURVS.
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Getting Buy-In
INVENTOR ENTREPRENEURVS.
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CUSTOMERS DON’T BUY
products
CUSTOMERS BUY SOLUTIONS TO
problems
Entrepreneurs Know
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EX
ER
CIS
E
Problems. Not Products.
Origin Cases
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EX
ER
CIS
ERead Origin Story
- Design Conference in SF
- No affordable hotels
- Rent 3 Airbeds (plus breakfast) $80/night
- Others wanted to use the site
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EX
ER
CIS
E
Problems. Not Products.
Origin Cases
Big companies, start small
...and solve real problems.
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Problem Validation
1.Buy-In
PR
OB
LE
M1.Buy-In2.Hypothesizing
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PR
OB
LE
MIdea Generation
Problem Generation
EX
ER
CIS
EHypothesizing
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HypothesizingE
XE
RC
ISE
Problem Generation
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Problem ValidationP
RO
BL
EM
1.Buy-In2.Hypothesizing1.Buy-In2.Hypothesizing3.Discovery
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DiscoveryP
RO
BL
EM
Interviews1. Who to Ask2. How to Ask3. What to Ask
1. Who to Ask
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Who to Interview
Early Adopters
People seeking a solution to the problem
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EX
ER
CIS
E
Your Early Adopters
Discovery
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Design Conference Attendees
“I can’t find a hotel room for < $200”
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“I can’t find a hotel room for < $200”
Searches for hostels
Asks about room share on forum
Asks a friend about a place to stay
Tries couchsurfing
Stays far away and rents a car
Looks up rooms on craigslist
Asks about good hostels on Facebook
Asks about room share on forum
Posts on Couchsurfing for a room
Asks a question on TripAdvisor
Posts on craigslist about a room share
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DiscoveryP
RO
BL
EM
Interviews1. Who to Ask2. How to Ask3. What to Ask
1. Who to Ask
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Problem ValidationP
RO
BL
EM
1.Buy-In2.Hypothesizing3.Discovery
1.Buy-In2.Hypothesizing3.Discovery4.Confirmation
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ConfirmationP
RO
BL
EM
Problem isn’t validateduntil customers “pay” to solve it
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ConfirmationP
RO
BL
EM
Currency Test1. Marketing Channel2. MVP3. Success MetricsE
XE
RC
ISE
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EX
ER
CIS
E
Currency Test Template
Confirmation
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Design conference forums
Website to rent airbeds out in our apartment during design conference.
$80/night. Includes breakfast.
7/1/2017 7/15/2017
Revenue
$500
$200
Rent whole house
Raise price
Pivot to DevelopersEX
ER
CIS
E
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Problem ValidationP
RO
BL
EM
1.Buy-In2.Hypothesizing3.Discovery4.ConfirmationE
XE
RC
ISE
S
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Our QuestionE
XE
RC
ISE
S
Do you want them for your class?
4 OF 35$99/
student
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TEACHING PROBLEMVALIDATION
TEACHINGENTREPRENEURSHIP.ORG